News

14 November 2011

The history of sales is every bit as long and varied as the history of civilization; a case can be made that you can’t have one without the other. The book "Value Merchants: Demonstrating and Documenting Superior Value in Business Markets" brings some new thinking to a very old skill. It advocates what might be called the Jerry Maguire principle: if you show the prospect the money, they will buy.

Other News

Sales Management: cracking the code	9 September 2011
We’ve had the opportunity to preview the first two chapters of a soon to be published book by Jason Jordan and Michelle Vazzana: Cracking the Sales Management Code: The secrets to measuring and managing sales performance. If the first two chapters are anything to go by, this engaging book will be essential reading for all sales managers and their salespeople.

Selling sustainability

15 August 2011

The issues of climate change and sustainability are regularly in the news, but how do you sell solutions addressing these issues? Solutions for Sales recently completed an engagement to assist a top European consultancy in this challenge. Marc Kennedy-Bray led the project and Alistair Fox, who has a post graduate Environmental qualification, developed the sustainability propositions. Our client's Account Managers are now able to position and promote their sustainability services.

Aruba Networks supercharge channel sales

11 July 2011

Aruba Networks had aggressive growth targets in Europe. They asked us to help and in less than a year sales had grown significantly.

Learn how Solutions for Sales implemented a channel sales enablement programme for Aruba, how the winning sales tactics were perfected and implemented at channel partners across Europe, and how the resulting materials were adopted for the North American market.

SfS talks to Arun McIntosh of Iron Mountain

17 June 2011

Our regular feature `Sales Life` invites senior salespeople to give their views on key sales issues.

Our featured salesperson this quarter is Arun McIntosh, Business Development Director at Iron Mountain. Arun explains how he helps his customers deal with a range of security-sensitive items, from credit cards to money-off vouchers, and tells how he helped a major supermarket chain that was in trouble.

SfS talks to Don Scott, Aruba Networks

22 February 2011

Our regular feature `Sales Life` invites senior salespeople to give their views on key sales issues.

Our featured salesperson this quarter is Don Scott, Director of Global Accounts at Aruba, the leader in secure, reliable, manageable and scalable distributed enterprise networks. Don passes on the great sales tip he received early in his career, gives his views on how Marketing should serve Sales, and more.

HOWTO… create the perfect sales cycle	22 February 2011
Our new HOWTO… guide explains how a standard sales cycle, with properly defined stages and objective criteria governing transitions between stages, can increase efficiency, predictability and win rates. Click on the link above to find out HOWTO… create the perfect sales cycle.

Profiting from buyer personas in B2B selling

22 February 2011

In Business-to-Consumer (B2C) selling, the concept of a “Buyer Persona” is well understood. Profiling customers and selling to their specific needs has led to increased sales and a more effective customer relationship. Increasingly, the same concept is being applied to Business-to-Business (B2B) selling, but to achieve the desired results a different approach is required. Read on to learn more.

Sales Enablement Platforms – Seven Key Requirements	1 November 2010
The Sales Enablement Platform is taking its place alongside the Customer Relationship Management system as one of the must-have platforms of an advanced sales organisation. Read on to discover the seven key requirements you should consider when selecting a Sales Enablement Platform.

Creating Solutions - a new approach

31 October 2010

We come across two common problems that dynamic SfS clients grapple with:

1. They have great solutions – combinations of products and services that solve a customer’s problem – but are product-centric, so haven’t captured the details of the solutions, with the result that they can’t replicate solutions sales
2. They have a great portfolio of services but haven’t packaged them into a succinct set of propositions, so salespeople find them hard to sell and clients can’t see the benefits

Read on to find out how we have found a way to address these issues.

SfS talks to Patrick Dalvinck, Trend Micro

28 October 2010

Our regular feature `Sales Life` invites senior salespeople to give their views on key sales issues.

This quarter we interview Patrick Dalvinck, Regional Director Benelux at Trend Micro, the leading computer security solutions vendor. Read the full interview to learn how Patrick approaches the challenge of conveying added-value in what many customers see as a commodity market.

SfS talks to Stuart Young, Amor Group

6 April 2010

Our regular feature `Sales Life` invites senior salespeople to give their views on key sales issues.

This quarter we interview Stuart Young, UK Sales Manager at Amor Real Time, the UK’s leading independent provider of business technology solutions to the energy, transport and public sectors. Read the full interview to learn about the future of directional drilling, and how Stuart got into sales.

Sales Enablement Platforms

6 April 2010

Do you know all there is to know about Sales Enablement Platforms?

Read the new article from SfS which outlines the requirements for an effective sales enablement platform and analyses the benefits.

HOWTO... use design to convey your sales messages	6 April 2010
The purpose of a sales message is to communicate the benefits of a product, service or solution to a prospective buyer. Read our latest HOWTO… guide to find out how to use design to achieve this.

SfS supports relief effort in Haiti

4 March 2010

SfS are proud to support UNICEF's Haiti Earthquake Children's Appeal by donating £500 to help support vulnerable children affected by this disaster.

SfS signs Vodafone	4 February 2010
SfS has been signed up to help Vodafone offer its business services across Europe

Virtualisation – addressing the security challenges

14 January 2010

What is a sales enabling company like SfS doing writing an article on the esoteric field of virtual computer systems? Well, if salespeople are going to sell into the fast-growing virtual IT world they had better have a sound understanding of the basic business issues raised by virtualisation. This is the challenge one of our clients faced, so we wrote this white paper which summarises the basics of virtual computer environments and highlights the key business issues that senior executives need to know. You can use it in either of two ways: if you wanted to know more about virtual computing but were afraid to ask, this will give you a business-level understanding. Alternatively, take a look to see an example of how SfS can extract the key business issues from a complex technical topic and explain them in a way that is compelling and easy to understand.

SfS talks to Ray Cassar

14 January 2010

Our regular feature `Sales Life` invites senior salespeople to give their views on key sales issues.

This quarter we interview Ray Cassar, Client Business Development Director at Openreach and BT Global Services.

The Openreach Story - Selling services	14 January 2010
Read The Openreach Story to see how SfS helped the Openreach salesforce venture out of their traditional comfort zone to sell two new comprehensive service products.

SfS talks to Russ Ralph, Petrofac

7 October 2009

Our regular feature `Sales Life` invites senior salespeople to give their views on key sales issues.

This quarter we talk to Russ Ralph. Russ is Strategic Business Development Manager for Petrofac, an international provider of facilities solutions to the Oil and Gas industries. Read the full interview to learn about Russ`s experiences on a major gas distribution project in Abu Dhabi.

HOWTO... make your solution sales ready	1 October 2009
The latest HOWTO guide from SfS gives an overview of what you need to consider to make a new solution sales ready.

Workshop Attendee Client Survey	1 October 2009
Today SfS published its latest workshop attendee survey report. The results, collected between August 2006 and July 2009, show that 92% of respondents believe that the Solutions for Sales workshop is a creative and valuable session. Read the full report to discover why the Solutions for Sales Marketing Workshop is so highly valued by our clients.

SfS talks to Steve Gedney	27 July 2009
Our regular feature `Sales Life` invites senior salespeople to give their views on key sales issues. Read the interview with Steve to find out the top sales challenges Steve faces and how he deals with them.

Executive Roundtable: How to accelerate sales in a downturn	24 July 2009
In April 2009 SfS hosted an Executive Roundtable workshop, bringing together over 30 CEOs and business leaders to debate how to accelerate sales in a downturn. Read the article to find out more about this event and to access the full report of recommendations

Sales Material User Survey	16 July 2009
Today SfS published its latest sales material user survey report. The results, collected between August 2006 and June 2009, show that 98% of respondents rate the sales materials provided by SfS as good or very good. Read the full report to discover what types of sales materials salespeople really want.

SfS talks to Elaine Fletcher, Logica	20 April 2009
This quarter SfS talks to Elaine Fletcher, Logica. Read the interview to find out where Elaine gets her best ideas and to read about the top sales challenges currently facing Elaine’s Business Intelligence team at Logica.

Outsell the competition	16 April 2009
In today’s tough economic climate, Sales has a major contribution to make to the health, and even survival, of the company. Every executive with responsibility for sales will be asking what they can do to help maintain sales revenues. In this article we argue that not all initiatives to boost sales are equal.

Polycom calls on SfS to unify its salesforce	6 April 2009
Polycom is the global leader in telepresence, video, and voice solutions. Read the article to see how SfS worked with Polycom to unify its salesforce following its acquisition of Spectralink.

SfS talks to Dave McLeod, HP	19 January 2009
This quarter SfS talks to Dave McLeod, Director Financial Services Industry EMEA, NonStop Enterprise Division, HP. Read the Sales Life interview to read about Dave’s top sales challenge and find out how to build credibility with your customers.

Two steps to trusted advisor status	15 January 2009
How does a supplier become a `trusted advisor` to its customers? And is trusted supplier status really the ultimate goal? In this article we consider the two key steps to becoming a trusted advisor to your customers

SfS helps Telesoft reach the next level	1 December 2008
Telesoft Technologies Ltd is an independent company based in the UK, which has been using its in-depth knowledge of network technologies to solve some of the most difficult telecommunications problems for almost 20 years. Read The Telesoft Story to see how SfS worked with Telesoft Technologies to overcome the barriers to selling its new OKEFORD Media Platform at a business level.

Empowering your channel partners	16 October 2008
It takes considerable effort to set up a new sales channel partner. Read the article Empowering your channel partners to find out how to make your channel partnership a success.

SfS talks to Nick Applegarth	8 October 2008
This quarter SfS talks to Nick Applegarth, former Senior VP EMEA for Envox, a leading global provider of IP-based voice self-service and contact centre solutions. Link to Sales Life to read about Nick’s most memorable deal and find out why competition is not always just other companies with a similar solution to yours.

Secrets of Success: Part 2	14 July 2008
The second part of the article Secrets of Success includes more ideas that we have picked up over the years to make your business even more successful.

SfS talks to Ad Sies of Crown Van Gelder	7 July 2008
This quarter we talk to Ad Sies, Sales Manager and Product Manager for Crown van Gelder. Link to Sales Life to read about Ad’s most memorable deal and why technical expertise is just as important as sales skills when seeking new business in his industry.

SfS helps Amdocs get on target at its Sales Kick Off	2 June 2008
Read the Amdocs story to find out how Amdocs, the market leader in customer experience systems innovation and a long standing client of Solutions for Sales, successfully delivered its key sales messages to the salesforce at its annual Sales Kick Off.

SfS talks to Paul Taylor of Borland Software	7 April 2008
This quarter we talk to Paul Taylor, General Manager for Borland Software, The Open Application Lifecycle Management company. Read the interview to find out who Paul most admires and why you must always make that last call.

Crown Van Gelder ensures its channel partners are well equipped	3 April 2008
Crown Van Gelder (CVG), based in The Netherlands, manufactures high-quality paper for the Printing industry. CVG faced the challenge of bringing its channel partners up to speed with its new range of Crown Digital papers. Read the Crown Van Gelder story to find out how, with our help, the sales growth of the Crown Digital range is now exceeding planned targets.

Happy 8th Birthday to SfS	1 April 2008
Solutions for Sales celebrates its 8th Birthday this month. In Part 1 of the article Secrets of Success we share with you what we’ve picked up over the years from our most successful clients.

SfS completes Thales e-Security Distributor training	1 January 2008
The final leg of a round the world Distributor training event for Thales e-Security was completed this month

Five top tips for a great Sales Guide	1 January 2008
Today SfS issued the next edition of Momentum containing a brand new HOWTO guide offering five top tips for a great Sales Guide.

How do you distribute sales materials so that your salespeople actually read them?	1 January 2008
What`s the best way of getting sales enabling materials to the salespeople, and ensuring they use them to increase sales? In this article Alistair Fox suggests a number of alternative approaches and identifies the ones that work best.

SfS talks to Mark Farmer of Eden Ventures	1 January 2008
In the latest `Sales Life` feature SfS talks to Mark Farmer founding partner in Eden Ventures, the UK award winning early stage Venture Capital Investor. Read the interview to find out who Mark most admires and why having big ears is great if you’re a salesperson.

SfS talks to David Carew of Invensys Process Systems	1 October 2007
In the latest `Life of a Salesman` feature SfS talks to David Carew, Sales Director for Invensys Process Systems, part of Invensys plc, the global industrial automation, transportation and controls group. Link to Sales Life to find out David's views on when is the best time for a meeting, where he gets his best ideas and why you must always keep the dialogue open with your customer.

Second edition of Momentum issued today	1 October 2007
Today SfS issued the second edition of Momentum; the quarterly newsletter providing news, tips and ideas for everyone in sales and marketing. This edition includes an interview with David Carew of Invensys Process Systems, an article to help you learn how to efficiently and cost-effectively collect useful customer feedback and another essential HOWTO guide on how to stop sales slipping.

Solutions for Sales launches Momentum

1 July 2007

This month SfS launched its quarterly newsletter Momentum; a newsletter designed to provide useful tips, interesting insights and expert commentary on the world of sales. Alan Willis, Managing Director said: 'Our aim is to be brief, topical and pertinent to your job as a senior sales or marketing person.' The first issue of Momentum includes the article `Get everyone singing from the same song sheet,` one of SfS`s handy HOWTO guides `HOWTO...sell` and an interview with Alan Willis, MD of SfS

NEC Philips makes the transition with SfS	11 December 2006
NEC Philips Unified Solutions recognised that while their communication solutions were a powerful enabler for business improvement, the real challenge was how to translate the many benefits of the technology into simple messages for their sales channels, both direct and indirect.

EZURiO were sceptical	16 November 2006
Chris Shannon, CEO of leading Bluetooth solutions provider EZURiO, was brutally honest with us: "I was sceptical at first" said Chris, "I thought the expense was too great for a small company like ours.

BT Transcomm enable the sales channel	21 June 2006
BT Transcomm is an innovative product and service business, developing machine to machine (M2M) based solutions offering secure wireless data and telematics. When BT Transcomm was introduced to Solutions for Sales they recognised that the Sales Guide would fill the key gap in their new product launch strategy.

Intervoice kick-starts sales

21 February 2006

Intervoice leads the market for voice automation solutions, supplying financial services companies, hospitals and other customer-facing organisations with systems that improve customer service and reduce costs. Intervoice had a new generation of product and a relatively new sales team to make effective quickly, in a very competitive market. Read this article to find out how SfS helped overcome these challenges.

Thales Quadruples Sales Leads

25 January 2006

The development programme for Thales` groundbreaking new e-security architecture was nearing completion and they wanted to be sure of a successful launch. Thales needed a way to effectively communicate the business benefits to their worldwide network of distribution partners, so they could sell at maximum effectiveness. The Strategic Sales Program from Solutions for Sales proved to be just what was needed.

HOWTO... sell	12 November 2005
In a successful company everyone sells, but not everyone will have received sales training. The objective of this HOWTO… sales and marketing guide is to explain the basics of selling for the uninitiated and to provide a reminder for those already in the know.

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